“How do you know you’re measuring the right sales metrics?” That’s a question from our Modern Sales Leader Roadshow. And it’s a good one. Each sales leader presenting during that session shared their experience solving this puzzle. Moderated by LevelEleven CEO Bob Marsh, the panel featured: Richard Dresden, Executive Vice President of Sales, Mattersight David...Read More
For those heading to Dreamforce this year, we wish you luck. Of course, you’ll need more than just luck. Dreamforce is a whirlwind of keynotes, educational sessions, impressive exhibits and more. To help prepare you for this massive event, we asked our clients, partners and team members for their most vital pieces of Dreamforce advice....Read More
There’s no silver bullet for learning how to improve sales performance. As Vantage Point Performance Partner Jason Jordan puts it, there are many ways to improve performance – the key is identifying what moves the needle most and focusing your efforts on it. According to data from a Vantage Point webcast, pipeline management makes...Read More
“Seeing all these vendors isn’t really that helpful to me.” That’s what I heard from a corporate trainer at an international conference for ATD. She was commenting on the myriad technology vendors present. She hit the nail on the head: “I already have a technology platform, and I don’t need another one. What I need...Read More
It’s no secret that reps who regularly miss work have negative impacts on your sales numbers and overall business success. Across the United States, the collective absences of sales staff amounts to a total loss of $6.8 billion. The cost is calculated by factoring in the wages paid to the sick employee, the cost of...Read More
Whether you’re keeping up with changes in the market, have merged or have been acquired, restructuring a sales process is likely to ensue. Of course, this brings challenges beyond coming up with a restructuring strategy. Redefining how your organization acquires business creates FUD: Fear, uncertainty and doubt. Your sales team has to understand your new...Read More
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